VP, Territory Sales

Fictiv

54d•$340,000 - $420,000•Hybrid

About The Position

The Vice President, Territory Sales leads the national territory field sales organization — six frontline sales directors, each leading six to eight field account executives, for a combined organization of roughly 50 — with full ownership of the territory revenue plan and the mandate to sell the entire solution offering across Custom, Configurable, and Standard components. This is a P&L-minded operator role charged with raising the ceiling of a proven, revenue-producing organization: elevating frontline sales management, instilling disciplined account planning and pipeline rigor, and shifting the conversation from part numbers and price to productivity, uptime, and total cost of ownership. You will report to the Chief Revenue Officer.

Requirements

Has led a multi-region B2B field sales organization with full revenue ownership — with a demonstrated record of growing the book, not maintaining it.
Proven multi-layer leadership: has led leaders of leaders (sales directors and their seller teams), not just individual contributors.
Has operated through significant organizational scaling or transformation, and can speak concretely to what had to change in coverage, management discipline, and selling motion.
Direct experience shifting a transactional or catalog-driven sales motion toward consultative, full-solution, value-based selling, with specific measurable outcomes.
Operating rigor: CRM discipline, pipeline analytics, territory design, and structured qualification methodologies (MEDDPICC or equivalent).
Change leadership under integration conditions — able to unify teams across legacy organizational lines.
High say:do ratio — moves fast, holds commitments, and builds organizations that operate the same way.

Nice To Haves

15+ years of B2B sales leadership in industrial manufacturing, factory automation components, industrial distribution, or adjacent technical product sectors.
Has personally led a book of business of $250M or more.
Career experience inside a company that scaled through and beyond $1B in revenue.
Has led a field sales organization of comparable scale — roughly 50 sellers across multiple frontline management layers.
Experience selling a multi-product solution (custom, configurable, and standard, or equivalent breadth) rather than a single-line catalog.
Deep fluency in the catalog motion, the MRO and plant-floor buyer, and the specific behaviors being transformed.
Experience applying AI tools to seller productivity, territory planning, or account prioritization.
A sales manager's sales manager — energized by developing frontline leaders and being in the field, not managing from the tower.
Direct, honest, and accountable; communicates with clarity and takes challenges well.

Responsibilities

Own the territory field sales revenue number — forecast accuracy, pipeline coverage, and quota attainment across all six director teams.
Install a consistent operating cadence: territory reviews, account plans, pipeline inspection, and win/loss discipline.
Manage to a P&L mindset — balance growth investment, seller productivity, and gross profit against the plan.
Lead the shift from transactional, catalog-led selling to value-based, consultative selling across the full field organization.
Drive the team to sell the entire solution offering — Custom, Configurable, and Standard components — rather than defaulting to the historical standard-catalog motion.
Drive adoption of the MEDDPICC-based discovery and qualification framework in partnership with VP, Sales Acceleration.
Reorient territory coverage, account tiering, and time allocation toward expansion of the installed base.
Lead and develop six frontline sales directors through coaching standards, talent upgrades, and clear performance management.
Own hiring to plan for the field organization within the November 30, 2026 leadership hiring milestone and beyond.
Build a repeatable talent engine that develops the company's next generation of sales leaders.
Model and reinforce the unified MISUMI Americas identity — one team, one customer experience — across legacy organizational lines.
Partner with VP, Emerging Accounts to extend coverage across the territory and coordinate account development and hand-offs.
Coordinate with the enterprise organization on territory-to-named-account transitions, carrying the integration standard through the April 1, 2027 go-live and beyond.